How to Create a Sales Funnel - dummies

How to Create a Sales Funnel

By Wendy Piersall, Heather B. Armstrong

Mom bloggers who are selling services should building a formal sales funnel, which builds the most solid online business possible. A sales funnel works by attracting potential customers with free or very-low-cost items, and then convincing these potential customers to sign up on your mailing list or subscribe to your RSS feed.

When you have their contact information, you can start to build a relationship with them, ensuring that when they’re ready to make a purchase, they come to you. Offering your potential customers a range of products at different prices helps build up their trust, eventually making it easier for them to invest in your higher-priced items or services.

If you normally earn your income by charging by the hour or by the project, a sales funnel also serves to create diversity in how you bring in your income. That protects you against putting too many eggs in one basket.


See how the sales funnel works: You have your largest number of potential customers on your mailing list, and gradually smaller numbers of actual customers as the price of your services increases.

Attract leads

This is how you attract clients interested in your services to your website:

  • Post blog entries that offer free advice.

  • Get mentioned in the press.

  • Meet potential clients on Facebook and Twitter.

  • Ensure your content can be found in search engines.

  • Publish articles on other websites.

Free product or service

In exchange for your potential clients’ contact information, offer items such as:

  • Audio recordings

  • White papers

  • Newsletters

  • e-courses

  • Mini e-books

  • Resource lists and forms

  • Free graphics

  • One-time teleseminars

  • Free consultations

Low-cost items

Offer a range of low-cost products you develop that offer your expertise without having a client work directly with you. These products let your clients know what it would be like to work with you without risking a large amount of money. They include

  • Workshops

  • Consulting packages

  • e-books

  • Group coaching

  • Membership sites

  • Video or audio series

Medium- to high-cost items

When people hire you for large projects or ongoing work, you’re selling them your medium-to-high-priced items. These are the clients you want most of all; they pay you well for your expertise and also give you valuable experience to build your portfolio of work experience. Your medium-to-high-priced items might include

  • One-on-one coaching or consulting

  • Monthly retainer clients

  • Project management work